When to ask the prospect questions?
Ric, what's the best way and time to ask the prospective client questions about the business and the problems?
A: Almost immediately and don't ask the obvious. Research first. Don't ask how many employees, revenues, product line descriptions, etc. if they are published on their site or in an annual report; or common knowledge. You are the expert. You should know a lot about them.
So ... prepare a list of questions appropriate to your consulting specialty that get at the problems, issues, and opportunities (especially). You can ask them to define their goals. It all depends on the kind of service you are looking to deliver and the mindset you would like them to be in. You are in the information gathering stage, and at the same time helping them to see the value you will bring to the organisation.
Hint: The way those questions are phrased will be a tip-off for them as to your level of understanding of the industry, their organisation, and the help you can offer. Be direct, specific, incisive, and giving.
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